reference-ops

# Reference Operations Skill

## When to Use
- Running reference matching, scheduling, and follow-up processes.
- Auditing reference utilization, fatigue, and consent records.
- Reporting on advocacy impact for sales leadership.

## Framework
1. **Request Intake** – standardize forms, qualification criteria, and SLA expectations per deal stage.
2. **Matching Logic** – map requests to advocates by persona, industry, use case, language, and availability.
3. **Logistics & Compliance** – schedule calls, provide briefing docs, capture approvals, and log NDAs.
4. **Post-call Workflow** – collect feedback from both parties, update CRM entries, and issue rewards.
5. **Analytics & Governance** – monitor utilization, fatigue thresholds, and gaps by segment.

## Templates
- Reference request form template.
- Matching matrix (request attributes → advocate tags).
- Follow-up checklist and feedback survey.

## Tips
- Integrate with CRM to auto-create tasks and close the loop with reps.
- Flag overused advocates and rotate in new voices regularly.
- Share monthly scorecards with GTM teams to highlight wins and needs.

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